When you’re selling a product, your customers are going to have a lot of questions about it. The answers you have for them will make the difference between them feeling your product is best for them, or going somewhere else. To make a sale, you have to be able to convince your customers that yours is the best option out there. To do that, you have to be an authority on everything about your product. Be prepared with the answers to these questions, and watch your sales grow.
#1. Can I trust that your product will deliver according to what your advertising campaign says?
The most important factor that can contribute to the success of an entrepreneurship is building a relationship of trust with your customers. They should be able to rely on your product to deliver as per the specifications of your ad campaign. Once you have built this trust, every new product that you come up with will be received well. This is why, you need to plan your advertising strategies carefully and never talk about product features that are not really present.
#2. Why should I buy your product instead of similar ones in the market? What does your product have that the others don’t?
When developing your product idea, be sure to include some added features or a USP (unique selling proposition) that can set it apart from what your competitors are selling. Faced with a range of options, your customers need an incentive to choose your product above all others. For some established companies, their brand name acts as their USP and even when offered better products, buyers will still opt for a brand they know and are comfortable with.
#3. Do you understand what I need? Will your product fulfill that need?
Your customers expect that you will have done your homework and that when you develop and release a product, it will be designed perfectly to meet their requirements. In other words, it must have all the features necessary to perform the functions for which it was intended. On the flip side, a confident entrepreneur should be able to tell the customer that the product offered is not suited to his/her purpose and he/she needs to look for other options. Customers appreciate honesty.
#4. Your product doesn’t look like something I need or could use. Why would I want to buy it?
Smart entrepreneurs are ones that can come up with new products that customers had no idea they needed. And, entrepreneurs should be bold enough to develop ideas that have never before been tried or thought of. Take the iPhone for instance. Blackberry was killing it in the smartphone market, primarily because of the keyboard. The iPhone didn’t have a physical keyboard, but Steve Jobs did a masterful job of showing that you don’t have to have a physical keyboard for your phone, and not having one opened up more screen room. The rest is history.
#5. Have you used the product yourself? Does it work well?
The most effective strategy to sell your product is to talk about your own experiences after having used it. Practical information always works as the best way to convince a prospective buyer. Describe what your product can do, how it functions and the ways in which it can make life easier for its buyer. Your advertising campaign can also talk about the end results achieved by users. For instance, more time with the family or leisure activities, and consequently, a happier, stress-free life.
#6. Is your product durable? How long is it going to last me before I need to replace it?
Customers expect that your product will last for a while and to assure them that it will, you need to back your assurance with warranties. Customers are always more likely to choose a product that comes with a warranty. That’s because they know that since you’re promising them free replacement or cost-free repairs, you’re confident that the need for replacement and repairs won’t arise.
#7. Is your product high quality? Have you tested it before marketing it?
Customers are always on the lookout for products that provide them with good value for their money. This is why; your advertising campaign could talk about the quality control tests you undertake and if each product is checked individually for functionality and durability. This would also be a good time to talk about the authoritative quality standards your products comply with and the certifications your company has. Comments and reviews from customers that have used your product also help.
#8. Is your product cost effective? Or, is it going to burn a hole in my pocket?
Customers are looking for the perfect balance between a high-quality product that performs well, lasts for some time and is also suited to their pocket. When looking for a particular product they need, buyers are likely to consider all their options that have features that might vary a little from brand to brand. They also look at the cost of each option and weigh these factors against their needs. The product that has the best features and is also economical is the one that wins out in the end.
#9. Is your product easy to use and operate? Or, am I going to be struggling with the manual?
You can never go wrong with simplicity and ease of usage. The more complicated you make your product, the warier the customers will be. To further prove how easy the product is to use in their day-to-day lives, you could offer buyers the opportunity to try it out before buying. Either offer trial runs or have a representative to present a demonstration at their home or place of work.
#10. Is your product going to remain usable for a while? Or, will I have to get an upgraded one soon?
If possible, design your product in such a way so that you can offer new upgrades with it as and when technology improves. In a time and age, when newer inventions are coming out every day, products tend to become outdated very soon. Customers always appreciate products that are not likely to become redundant in a short time and will remain usable with a few simple upgrades that are also economical.
#11. Is your product compatible with the others I have in my home? Or, will I end up with a complete do-over?
Customers will always choose products that fit in with the ones they are already using. So, ensure your product design is not so different that it is rejected on the basis of incompatibility. Simply because, buyers are not interested in refurbishing their entire setup just to accommodate your product.
#12. Will your product need extensive after sales care? Am I going to be looking for service centers all the time?
Aside from ease of usage, your customers also need a product that is easy to maintain. If it is simple to clean with a few short steps and doesn’t need frequent care, that’s the product that will be successful. Any product that needs customers to make trips to the service center all the time is more likely to be rejected. That’s because the product needs to add convenience to their routine.
#13. I like your product and I think this is perfect for me. But, how am I going to get it home or to my workplace?
Often, the final factor that can clinch the deal is whether you offer delivery and installation services. Having chosen the best product from the range of offers, customers will almost always choose the one that will arrive at their doorstep with a crew of experts that will take care of all the setting up procedures.